Sr. Director, Visa Direct Sales

About Us

Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.

At Visa, you'll have the opportunity to create impact at scale — tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.

Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you.

Job Description

Visa Direct is seeking a senior account management leader for a portfolio of more than 40 North America-based global mid-tier remittance clients. The role will drive retention, transaction and revenue growth, operational performance, and expansion across corridors, endpoints, products, and services.

This leader will develop the Account Management team, establish a differentiated portfolio coverage model, and align resources to client value, growth potential, complexity, lifecycle stage, and risk. Success requires commercial judgment, executive client engagement, portfolio discipline, and strong cross-functional leadership.

The role is accountable for portfolio growth, retention, and financial performance; identifying opportunities and risks; and mobilizing Sales, Product, Commercialization, Pricing, Finance, Treasury, Network, Client Services, Operations, Risk, Compliance, Legal, and regional teams around clear actions.

Responsibilities

• The Senior Director will lead the team, operating model, and commercial discipline required to retain and grow the installed remitter portfolio, with clear accountability for client, financial, and strategic outcomes.
• Portfolio strategy and financial performance
• Own the installed-portfolio account management plan and deliver agreed transaction, net revenue, retention, yield, and growth objectives with accountable partners.
• Set client priorities across corridors, endpoints, products, use cases, and value-added services.
• Maintain accurate forecasts, diagnose performance, and lead corrective action on growth, concentration, and execution risks.
• Partner across functions on pricing, foreign exchange, incentives, contracts, revenue leakage, billing, and renewal economics.
• Client growth, retention, and executive relationships
• Build trusted, multithreaded relationships with senior client leaders and translate client strategy, economics, priorities, and technology roadmaps into actionable account plans.
• Drive retention, renewals, share-of-wallet, and expansion across corridors, endpoints, use cases, products, and services.
• Lead annual planning, executive business reviews, and strategic discussions for priority clients.
• Maintain a consistent portfolio-health and churn-risk view, with intervention plans for at-risk, dormant, declining, or underpenetrated clients.
• Partner with Sales on installed-client expansion, negotiations, and account priorities while retaining primary accountability for existing-portfolio growth and retention.
• Client lifecycle and program performance
• Maintain account management accountability across implementation, launch, ramp, optimization, expansion, renewal, and remediation, with effective cross-functional handoffs.
• Establish launch, adoption, and performance milestones aligned to approved client business cases.
• Lead senior client communication, escalation, and commercial follow-through for material incidents while operational and technical teams resolve them.
• Coordinate improvements in authorization, routing, settlement, exceptions, returns, network, and service performance.
• Govern recovery plans for delayed, unstable, or underperforming programs and ensure complete account documentation and continuity plans.
• Portfolio governance and scalable account management
• Segment the portfolio by revenue, growth potential, strategic value, complexity, lifecycle stage, and risk.
• Define differentiated coverage models, service levels, engagement standards, and escalation paths.
• Allocate and rebalance Account Manager capacity to prioritize the highest-value opportunities while maintaining appropriate scaled coverage.
• Standardize account plans, pipelines, forecasts, business reviews, renewal readiness, reporting, playbooks, analytics, and client-management tools.
• Lead weekly, monthly, and quarterly portfolio cadences and maintain succession coverage for strategic relationships.
• Installed-base opportunity and contract management
• Maintain a qualified expansion pipeline across corridors, endpoints, use cases, products, services, and program enhancements, with clear stages, value, dependencies, actions, and timing.
• Transition and collaborate qualified opportunities effectively to Sales, Solutioning, Product, Pricing, and implementation teams.
• Maintain visibility into expirations, renewal windows, commitments, incentives, obligations, and dependencies, and initiate action before key decision points.
• Commercial, product, and cross-border collaboration
• Partner with cross-functional and regional teams to remove commercial, product, network, treasury, and operational barriers to growth.
• Translate recurring client needs into scalable product, process, network, policy, or service improvements and represent portfolio priorities in roadmap discussions.
• Coordinate with receiving-market and regional stakeholders to expand priority corridors and capabilities.
• Ensure account strategies and programs meet contractual, regulatory, compliance, risk, and operational requirements.
• Team leadership and talent development
• Lead, coach, and develop a high-performing Account Management team with clear client, financial, and strategic objectives.
• Set consistent standards for account strategy / plan, client access, opportunity development, execution, decision rights, and performance.
• Build team capability in commercial management, remittance economics, cross-border operations, analytics, and executive engagement through regular coaching and account reviews.
• Own workforce planning, hiring, onboarding, retention, development, and succession.
• Create a culture of accountability, client advocacy, collaboration, data-driven decisions, proactive resolution, and effective influence without direct authority.
• Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Qualifications

• Basic Qualifications: 12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications:

• 15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
• 12+ years of progressive experience in payments, money movement, financial services, or related technology, including cross-border payments or remittances.
• Proven people leadership and success delivering portfolio growth, retention, adoption, revenue, and share across a broad, complex client base.
• Experience designing tiered coverage models and improving account planning, forecasting, pipeline management, executive engagement, renewals, and execution.
• Ability to balance high-touch strategic engagement with scalable coverage and manage concentration, retention, contractual, operational, and commercial risks.
• Strong knowledge of cross-border money movement, card, account, and wallet models, foreign exchange, pricing, commercial structures, and client economics.
• Experience guiding clients through implementation, launch, ramp, optimization, expansion, renewal, and remediation.
• Strong analytical and financial acumen, including forecasting, performance diagnosis, business cases, and commercial decisions; familiarity with CRM and portfolio analytics tools.
• Executive presence and excellent communication, influencing, and negotiation skills, with the ability to simplify complex issues and drive alignment.
• Demonstrated success leading in a global, matrixed environment, developing talent, and influencing without direct authority.
• Bachelor’s degree or equivalent practical experience required.
• Information for US Applicants

For roles located in the US, the estimated salary range for this position is $312,700.00 to $ 547,200.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location.

In addition, this position may be eligible for bonus and equity.Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401(k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.

Work Hours

Varies upon the needs of the department.

Travel Requirements

This position requires travel 5-10% of the time.

Mental/Physical Requirements

This position will be performed in an office setting. The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

Visa is an EEO Employer

Qualified applicants will receive consideration for employment without regard to race, color religion, sex, national origin, sexual orientation, gender identity, disability or protect veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with the EEOC guidelines and applicable local law, including the requirements of Article 49 of the San Francisco Police Code.